SecurityScorecard’s 2024 partner sales certifications are now live!

Mark Davis on January 30, 2024

We’re excited to announce that SecurityScorecard’s all-new partner sales certifications for 2024 are now available!


Certified Sales Representative is the partner sales certification and Certified Solution Architect is the partner technical certification. The recommended learning paths are:

We believe that these new certifications represent a major “leveling up” of our enablement training for channel sellers, for a few reasons.

Certified Sales Representative includes our latest messaging around supply chain defense, which is very in demand right now (since 75% of cyber attacks came from 3rd parties in 2023).

The new messaging is really simple, and the storyline will be easy for you to remember and tell to your customers (in your own words).

We introduce a concept called the Supply Chain Risk Management (SCRM) Maturity Model which shows the 6 steps that organizations need to take to defend their supply chains . Then we talk about the corresponding SecurityScorecard tool that they can use at each step:

So the entire SecurityScorecard sales storyline can now be summarized in this simple new infographic!

In the course, we walk through the infographic, describing each step (at a high level) and show the related module on the SecurityScorecard platform — including our new modules Questionnaires and Supply Chain Risk Intelligence.

After spending the first half of the course going through the sales storyline, we spend the second half going through a simple how-to guide for making money as a channel seller. The topics we cover include the key things you need to know, like:

  • How are we better?
  • Pricing and discounting for 2024
  • Sales process

In short, Certified Sales Representative is a 45-minute course and that will teach you everything you need to know to sell Security Scorecard in 2024.

If you’re a sales engineer, then we recommend you continue on to earn the technical certification.

The idea behind Certified Solution Architect is also really simple. In this 2-hour course, you’ll give a 20-minute SecurityScorecard platform demo, where you walk through the supply chain maturity infographic and demo the modules as you go — just like you saw in Certified Sales Representative.

We think the new certifications will help you have more fun selling SecurityScorecard (and have more confidence telling our story) and therefore close more SecurityScorecard deals that have higher deal sizes.

Taking the new 2024 certification isn’t required, but it is highly recommended (even if you took the previous sales certification in 2023, because there is so much new content here). So if you can find some time to take the new certification(s) then we’re confident that it will pay off (literally!).

And hey, if you want to do a little humble bragging, then feel free to post the certification(s) on your LinkedIn profile:

If you can’t already tell, we are super excited about the new partner sales certifications, and hope you love them as much as we do. You can access the certifications starting today!

Simply log in to the SecurityScorecard partner portal (at partners.securityscorecard.com) and click on “Get Certified.”

* If you have trouble accessing the 2024 certification courses, email academysupport@securityscorecard.io and we’ll make sure you have access.

Join us for RISE 3, where we’ll launch our new Zero-Day-as-a-Service offering (ASP: $40k-125k)

Mark Davis on October 9, 2023

We’re excited to announce that SecurityScorecard will be running RISE 3 in October, starting today.

“RISE” stands for Revenue Increasing Sales Engagement.  This is the global prospecting campaign that we run at the beginning of each quarter, working closely with our channel reps to help them build new pipeline selling SecurityScorecard services.

RISE 3 is focused on the launch of our exciting new ZDaaS service.  Details are below…let your CAM know if you’d like to join us for RISE 3!

What is Zero-Day-as-a-Service?

SecurityScorecard’s ZDaaS proactively detects potential Zero Day and CVE vulnerabilities as they emerge, alerting you to critical blindspots across your attack surface and supply chain.  Pricing is $40k-$125k per year depending on the number of vendors monitored.  You can watch this video to quickly learn how the service works…

Why is ZDaaS a great service to take to your customers? Here’s how Rich Wenning (SVP Americas at SecurityScorecard) describes it:

If you participate in RISE 3, then you might want to set yourself a personal goal to close your first ZDaaS deal by the end of Q4.

SecurityScorecard’s standard partner spiffs apply, which means that you can earn stackable rewards for each new ZDaaS opportunity that you work on:

For more details on how to claim these rewards, visit the spiffs page on the SecurityScorecard partners portal.

Is it easy to participate in RISE 3?

Yes!

We know that your time is precious, so we have designed the RISE 3 sales motions to be as simple and quick as possible…

WEEK 1 (OCT 9 – 13): Confirm your seat for RISE 3

Let your CAM know by Friday 13 October… then they’ll send you a confirmation that you’re registered

WEEK 2 (OCT 16 – 20): Decide which of your customers you want to tell about ZDaaS

Send your current customer list to your CAM.  Within 2 business days, your CAM will reply with an  an “Ideal Customer Profile” score for each customer.  The ICP score is some marketing science stuff (official term) that will help you prioritize which accounts to tell about ZDaaS.  Once you have the ICP score for each account, sync with your SSC rep to confirm which accounts you want to target for RISE 3.

WEEK 3 (OCT 23 – 27):  Send the RISE 3 email template to your target customers

Use this simple email template to let your customers know about ZDaaS:

FROM:        Channel Rep
TO:          Target customer for RISE 3

SUBJECT:     SecurityScorecard new service released - ZDaaS (Zero-Day-as-a-Service)

Hi Mary - reaching out about a new monitoring service offered by our partner SecurityScorecard. In the event of a zero day, they can quickly identify which of your critical vendors are at risk of being breached.

This service allows your security team to act before your third parties are attacked, potentially breaching your data or impacting your operations. It enables companies to to be extremely efficient and targeted in their vendor outreach and risk mitigation efforts for a new zero day, and to report to execs immediately on their exposure.

They built this service while helping many of their clients respond to MOVEit starting back in May…now it's available to avoid zero day issues like that in the future.

If you'd like to see a quick overview video (10 minutes) and list pricing, just let me know and I'll send those over!

When the customer replies, send them the ZDaaS details:

At this point you’ll send the customer the link to the ZDaaS landing page (available by invitation only) which tells the story about ZDaaS, including the materials mentioned in the email template.  The page has a call-to-action to get a sample ZDaaS report, which will automagically create a new Deal Reg submission for you (for the entry level price of US $40k) and send you an email notification.  Your rep will follow up with you to confirm when the deal reg has been confirmed.

WEEKS 4+ (OCT 30+):  Advance the deal to close

We will be there to support you every step of the way!  Feel free to ping your SSC rep for any sales-related questions, or if you’d like them to attend a customer meeting to dive into the ZDaaS details (and if you’d like them to invite a SecurityScorecard DFIR specialist for a technical deep dive).

We’re really excited about running RISE 3 globally with our partners this month…looking forward to having you join us!

Hello World

Mark Davis on September 27, 2023

My name is Mark Davis, and I’m the new head of partner enablement at SecurityScorecard.

My top priority is to help you guys — our amazing channel sellers around the world — make high commissions by selling our platform to your customers and prospects.

I have been on a world tour for the last couple months, meeting with partners in each region to learn how we can best enable your reps and SEs.

One of the main things I learned is that we don’t do a good enough job communicating frequently with you. We need to send you more regular partner-specific updates about things like new platform features, new spiffs and new enablement tools and techniques.

Well we’re going to fix that, starting now : )

I’m thrilled to welcome you to the new SecurityScorecard Partners Blog.

This is where we’ll “cut through the noise” and give you the information you need to be successful selling SecurityScorecard. We’ll publish a new post every week or two, and will make sure that we only include information that is immediately valuable and actionable for you with your customers.

We’ve got some really cool stuff coming up, starting with RISE 3 in early October. I’ll share the details about RISE 3 in our next blog post!